商务英语谈判1-1new.ppt

Chapter One An Overview of International Business Negotiation Focus Concepts of business negotiation Characteristics of international business negotiation Forms of international business negotiation Game Principles of international business Negotiation Definition and Characteristics of International Business Negotiation The world we are living in is full of conflicts. There are two ways to resolve the conflicts: --the use of force and --the negotiation Negotiating has become an effective approach to resolving conflicts and adjusting interest. Definition and characteristics of negotiation “Negotiation” derives from the latin word “Negotiari”, which means --”to do business”. In a broad sense, negotiation refers to the action and the process of reaching an agreement --by means of exchanging ideas with the intention of dispelling conflicts and enhancing relationship to satisfy each other’s needs. Though negotiations vary in forms and contents, they all demonstrate the following characteristics: Every negotiation involves two or more than two parties 2) The objective of a negotiation must be definite The purpose of a negotiation is to --persuade someone else into accepting one’s own idea, and to --maintain or achieve mutual interests. Rambling negotiation without a clear purpose is nothing but a waste of time, leading to nowhere. In essence, it is not negotiation. 3) Negotiation must be conducted on an equal basis Regardless of whether it is a high-level negotiation or a low-level negotiation, both sides are independent and equal in dignity and legal status. (e.g. When a person applies for a position or talks about a pay rise with a boss, he or she is conversing （交谈）with the boss independently and equally.) There are no such rules that --the minority should submit to the majority and --the lower level should be subordinate to the higher level. 4) A consensus must be built on the basis of mutual concession If only one side makes concession or gain co